by Frank Cespedes | Oct 11, 2016 | Uncategorized
Business is more complex, data more abundant, and more specialists are needed to stay up-to-date with functional best practices. As a senior executive, you can worry all you want about disruption, but you need a salesforce aligned with strategy to do something about...
by Frank Cespedes | Aug 8, 2016 | Articles, Uncategorized
Most sales models include a conversion funnel in which reps try to convert a marketing-generated lead into a prospect and then a customer through sequential steps. In this model, sales people are expected to make the process as friction-less as possible for the...
by Frank Cespedes | Jun 8, 2016 | Uncategorized
By: Kim Mi-yeon Frank Cespedes teaches at Harvard Business School. His new book, Aligning Strategy and Sales: The Choices, Systems, and Behaviors that Drive Effective Selling (Harvard Business Review Press) has been called “the best sales book of the year” (Strategy +...
by Frank Cespedes | May 11, 2016 | Uncategorized
By Frank Cespedes and Daniel Weinfurter For decades, Sales and Academia remained worlds apart and the business world did fine. But Sales is changing, Academia is out of touch, and this is bad for business and the academy. Compared to professions like engineering or...
by Frank Cespedes | Mar 29, 2016 | Uncategorized
By Frank V. Cespedes & Jared Hamilton Alfred P. Sloan, GM’s CEO from the 1920s to the 1940s, and the architect of the U.S. auto distribution system, summed up the car buyer’s challenge well: “The automobile…is a highly complex mechanical product. It represents a...
